Area Catering Sales Manager Holiday Inn & Courtyard Roanoke

Guest Service

• Projects a professional image of the hotel (dress, appearance, hygiene, etc.)
• Has a friendly, personable style with guests. Anticipates customer needs before they ask.
• Responds promptly and follows through on guest concerns in an effective and friendly manner.
• Maintains professionalism regarding written correspondence and telephone etiquette for self and sales department.

Technical Knowledge

• Conducts direct selling activities in accordance with assigned sales activity and room night production goals.
• Knowledgeable of and practices effective telemarketing for segmentation focus. 
• Can properly qualify a prospect, determine demand potential, present features/benefits that match prospect needs, and gain “next step” commitment or “closing”.
• Knowledgeable of local area including special attractions, competing hotel facilities, restaurants, etc.
• Knowledge of hotel facilities including guest room and function room size and occupancy limits. Effectively communicates hotel products to guests.
• Knowledgeable of all hotel brand marketing programs
• Knowledgeable of reservation procedures, including group blocks, Central Reservations System, and property management system, etc. Can check a guest in or out of the hotel.
• Knowledgeable in billing and credit policies and procedures.
• Understands and effectively analyzes/oversees hotel/group booking pace to maximize yield.
• Compiles weekly and monthly reports as required by the Director of Sales or leadership. 
• Report any Revenue management concerns to Director of Sales or revenue team; manage blocks effectively.

Sales Operation

• Prepares sales contracts and proposals, maintains accurate sales files, prepares, and distributes correspondence to clients within hotel staff, and maintains trace system.
• Effectively handles solicitations for new business with in-house prospecting efforts. 
• Skillfully manages relationships with hotel’s top accounts in support of hotel efforts.
• Knowledgeable of and follow through on all policies including deposit requirements, cut-off dates, comp rooms, meal guarantees, public space policy, room rates, etc.
• Maintains accurate sales files, production reports, and sales PMS and/or trace system.
• Ensures sales files are effectively worked and maintained to company standards. Ongoing sales efforts communicated on paper call log if electronic system not available. 
• Attends and contributes to hotel revenue management meetings. (minimum 2-monthly)

• Meets sales goals; develops and implements monthly sales action plans. 

• Understanding and knowledge of Kalyan’s sister hotels with the ability to cross reference and share sell group and meeting opportunities. 

Marketing/Business Planning

• Completes all weekly and monthly reports accurately and timely.
• Effectively conducts market research, market segment tracking, and competition analysis as directed by the Director of Sales/General Manager. Understands and can draw accurate conclusions from Smith Travel Research Reports (STR).
• Understands and helps determine hotel pricing and rate improvement strategies.

Community Relations

• Maintains communication with competitive hotels, Convention & Visitors Bureau, and Chamber of Commerce (etc.) as directed by the Director of Sales or leadership. 
• Participates in community activities, employee activities, and guest events as directed by the Director of Sales.

 Inter-Departmental Relations

• Coordinates and maintains effective relations with other departments in the hotel to promote excellent guest service.
• Is aware of all departments’ roles and responsibilities. Coordinates with other departments on joint tasks as they relate to sales, particularly front office.
• Attends and participates in weekly staff meeting, ensuring all other departments are aware of hotel sales efforts, promotions and booking/group activity.

Requirements

• Prior sales and/or marketing experience is strongly preferred.
• Prior hospitality experience is preferred.

• Prior experience with hotel computer systems, analytical tools, and spreadsheet programs is preferred.

• Prior event/meeting/conference experience is a plus.
• Ability to plan, organize, and lead the activities of others.
• Strong initiative and work ethic.
• Strong multitasking and organizational skills.
• Punctual, reliable, and regular attendance mandatory.
• Strong attention to details.
• Customer-service oriented.
• Ability to work in a fast-paced environment.
• Excellent communication skills – verbal and written.
• Excellent interpersonal skills and relationship building skills.
• Excellent time, problem solving, and project management skills.
• Desire to learn and development new skills.